More Routes, More Opportunity
What ScanSource Partner First tells us about the evolving channel — and what it means for Dejavoo partners
The distribution channel is changing, and today partnerships may be more important than ever.
That was one of the messages from ScanSource Partner First 2026, where conversations centered on how VARs, ISVs, distributors, vendors, and other technology providers will need to work together as customer needs broaden and technology ecosystems grow more complex.
In his post-event analysis, Jim Roddy, President & CEO of the Retail Solutions Providers Association (RSPA), described what he heard as a “renaissance of the channel,” while also emphasizing that VARs will need to adapt to participate. ScanSource President of Specialty Technologies Mark Morgan characterized the next phase as “Channel 2.0,” with increased collaboration among partners playing an important role in the model. Gorspa
For solution providers, that creates
an important question: If customers
increasingly expect broader solutions, does every partner need to build every capability themselves?
The direction coming out of the channel suggests otherwise. The opportunity is increasingly about knowing what you do well, building the right relationships around it, and using the broader ecosystem to extend what you can deliver.
For Dejavoo, that conversation brings distribution into focus. Distribution isn’t simply another place to purchase hardware. It can expand access to technology, inventory, deployment capabilities, logistics, pricing opportunities, and new customer relationships while allowing Dejavoo to maintain the direct support and relationships our partners expect.
Following Partner First, we sat down with Chris Clarke, VP of Customer Success & Growth at Dejavoo, to ask what that means in practice.
Chris Clarke
VP of Customer Growth & Success
Chris Clarke
VP of Customer Growth & Success
Where does distribution fit into Dejavoo’s broader go-to-market strategy?
Chris Clarke: Distribution is a very important part of our growth strategy. Distributors can introduce us to potential customers we may not even know about, while also providing deployment, shipping, fulfillment, and other services that can be incredibly useful to our partners.
For some of our smaller customers especially, that infrastructure can be a tremendous resource. Distributors may have larger teams and facilities dedicated to deployment and shipping, which can help ensure products get where they need to go accurately and on time. There can also be pricing advantages depending on the customer and opportunity.
We don’t compete with our distributors. They give our partners another way to access Dejavoo and can extend what we can collectively deliver.
Why is it important for partners to have more than one way to access Dejavoo products?
Chris Clarke: “Flexibility. Supply chain is one of the biggest reasons. If we happen to run out of a particular product, one of our distribution partners may have inventory available. That gives our customers another route instead of relying on a single source.
Cost can be another consideration. Different partners have different business models, and distribution gives them another option for finding the approach that works for their business.”
What should a VAR, ISO, ISV, or reseller already purchasing through distribution know about accessing Dejavoo that way?
Chris Clarke: “The most important thing is understanding that purchasing through distributors doesn’t mean losing your direct relationship with Dejavoo.
Our partners retain the full support of our dedicated sales, relationship, and customer service teams. We ensure they have direct access to our experts—offering everything from sales training for their agents to Level 2 technical assistance and ongoing operational support for their teams and merchants.
Technology alone isn’t enough. Our partners need us for knowledge, launch, training, and support, and that relationship remains important regardless of how they purchase the product.”
Collaboration was a major theme at Partner First. How can distribution create opportunities beyond simply sourcing hardware?
Chris Clarke: “Education is a big part of it. When we can train distributor sales teams, we can show them what our products, technology stack, and people can actually do. The better they understand Dejavoo, the more confident they can become in identifying opportunities within their own customer base.
They may go back to an existing customer and introduce a solution that customer didn’t even know was available. If that creates a better solution for the customer, it strengthens that relationship and creates more opportunity for everyone involved.”
What can working with a distributor like ScanSource make easier for a Dejavoo partner?
Chris Clarke: “Scale. Distribution can help partners handle greater volume, reach more customers, and potentially bring better pricing to the market.
As our partners grow, those capabilities become increasingly important.”
Our October theme is “Prove the Value.” How does creating more routes to Dejavoo technology help us prove our value to partners?
Chris Clarke: “To me, availability through more routes says something important about trust.
When partners see Dejavoo technology available through more established routes, it shows that others in the channel trust what we’re building.
And that, in turn, helps our partners trust us.”
More Ways to Work Together
“Collaboration doesn’t have to mean giving up what you do best. It can mean becoming better at it by building the right ecosystem around you.”
“Collaboration doesn’t have to mean giving up what you do
best. It can mean becoming better at it by building the right ecosystem around you.”
That is where distribution becomes more than fulfillment.
It becomes another way to help the channel grow.
And for Dejavoo, it reinforces something
fundamental to how we want to work with our partners: there shouldn’t be only one way to do business with us.
